Decision-Maker
A decision-maker is the person with authority, or real influence, over a purchase. In B2B buying this is often a group: an economic buyer, a functional owner and sometimes a technical or risk stakeholder.
Why it matters
Conversations with people who cannot buy rarely become pipeline. Targeting and qualifying for the right role is one of the fastest ways to improve meeting quality.
Example
For a sales tool, the VP Sales is the economic buyer while a RevOps lead may be the functional champion.